new personal trainer here...is this normal?

[GymDudeVA]

Hi,

I got hired at a small new gym (part of a franchise) and they offer free assessments to new members (bodyfat measurement, discuss goals, assess posture/strength imbalances, prescribe generic workout, etc.).

The trainers (just two of us) are expected to do these 45-to-60-minute assessments for free. I guess they are supposed to lead to paid sessions, but I've done about twenty of these things in 3 or 4 weeks, and only one person has hired me for paid sessions (although a few others said they probably would).

SO...I'm going down there 3 or 4 times a week, doing this FREE work (and maybe getting my workout in). I'm starting to feel like it's volunteer work! At first, I thought it was decent experience, but I'm spending several hours a week at this "work" with no pay!

Is it normal for trainers to be expected to give free "assessments"?

The owners are SUPER DUPER nice and appreciative (and, I think, inexperienced at running a business), and the members like me and look up to me. The one paying client loves me. I feel really really comfortable there. They just opened 6 weeks ago, but the feeling has been "things will pick up", but as time passes I'm starting to feel dumb not getting paid for so much time.

Should I walk? Limit my availability (to the minimum 4 or 6 hours or whatever my contract says)? Negotiate payment for my time from now on (but I know they can't afford it)? Wait it out?

Thanks.

[oldfella]

Disconnect your emotions from it. The owners are making money off of your efforts. It is buisiness bro and do not forget that. You are not there to do them favors because they are nice Joes. You are there to earn a living and make some money. They are getting money in the form of gym fees and you are getting nothing from your knowledge experience and investment. The investment is your education and course that you paid for. Sit down and talk to them about it. If they don't like it then look elsewhere for paid work. The last time I recollected gyms are not charities!! DO not become a charity worker!!

[ashley diesal]

Sounds like Snap fitness...

[pesty4077]

Originally Posted by GymDudeVA

Hi,

I got hired at a small new gym (part of a franchise) and they offer free assessments to new members (bodyfat measurement, discuss goals, assess posture/strength imbalances, prescribe generic workout, etc.).

The trainers (just two of us) are expected to do these 45-to-60-minute assessments for free. I guess they are supposed to lead to paid sessions, but I've done about twenty of these things in 3 or 4 weeks, and only one person has hired me for paid sessions (although a few others said they probably would).

SO...I'm going down there 3 or 4 times a week, doing this FREE work (and maybe getting my workout in). I'm starting to feel like it's volunteer work! At first, I thought it was decent experience, but I'm spending several hours a week at this "work" with no pay!

Is it normal for trainers to be expected to give free "assessments"?

The owners are SUPER DUPER nice and appreciative (and, I think, inexperienced at running a business), and the members like me and look up to me. The one paying client loves me. I feel really really comfortable there. They just opened 6 weeks ago, but the feeling has been "things will pick up", but as time passes I'm starting to feel dumb not getting paid for so much time.

Should I walk? Limit my availability (to the minimum 4 or 6 hours or whatever my contract says)? Negotiate payment for my time from now on (but I know they can't afford it)? Wait it out?

Thanks.

Well, I ran the most sucessful program for personal trainers at Bally's in the earl 90's. Are you a salesman or not? We always did that, it was the perfect opportunity to get to know that person and how much they need a good personal trainer like you. Most of these are newbies and need direction. SELL THEM PERSONAL TRAINING SESSIONS!!

[smootheavy]

Originally Posted by pesty4077

Well, I ran the most sucessful program for personal trainers at Bally's in the earl 90's. Are you a salesman or not? We always did that, it was the perfect opportunity to get to know that person and how much they need a good personal trainer like you. Most of these are newbies and need direction. SELL THEM PERSONAL TRAINING SESSIONS!!

I agree...this is a perfect opp to build rapport with a prospective client and sell some training packages! The key is not to give them the whole cake, just a piece...ie train one body-part or muscle group and entice them with some exciting stuff, but dont give them your whole battle plan.

I ran into a tough one with the last gym I trained at because the owner wanted me to set up new members with introductory workout programs...the problem with this is, if I give them the whole program, what do they need me for?

He never got the point and I no longer work for them!

I was about 50% when I gave an introductory session (not workout) I would ask what they were interested in achieving, what their weaknesses are, and what they wanted to get out of training.

From there we would decide the workout, guys were almost always interested in training chest or arms, women usually thighs , glutes and abs

Id train them intense (based on my assessment) and wow them with something they have never seen before or maybe some advanced techniques and by the end the only thing left to discuss is when would they like to train and where do they sign.

[GymDudeVA]

Originally Posted by smootheavy

I agree...this is a perfect opp to build rapport with a prospective client and sell some training packages! The key is not to give them the whole cake, just a piece...ie train one body-part or muscle group and entice them with some exciting stuff, but dont give them your whole battle plan.

Yeah, that's exactly what I AM doing! Lots of them seem hungry for more, say they will probably hire me, tell the owners "wow, I would love to get trained by that guy!" but need to look at their finances.

Maybe it's just not the kind of place for paying clients. I don't want to give too much away, but it is a chain whose schtick is that they are always open, so I think it gets a lot of independent do-it-yourselfers.

Also, I feel like, even if like 1 in 5 hire me, that is still a lot of free hours and driving back and forth.

OK, FOR NOW, I am gonna limit myself to one night and one weekend afternoon and they will have to schedule all my assessments then. As it is, am going down there every other night (or close) just for one person at a time, or 2 , 1 or whom cancels, etc. I can get my own workout in, but still....

[pesty4077]

Originally Posted by GymDudeVA

Yeah, that's exactly what I AM doing! Lots of them seem hungry for more, say they will probably hire me, tell the owners "wow, I would love to get trained by that guy!" but need to look at their finances.

Maybe it's just not the kind of place for paying clients. I don't want to give too much away, but it is a chain whose schtick is that they are always open, so I think it gets a lot of independent do-it-yourselfers.

Also, I feel like, even if like 1 in 5 hire me, that is still a lot of free hours and driving back and forth.

OK, FOR NOW, I am gonna limit myself to one night and one weekend afternoon and they will have to schedule all my assessments then. As it is, am going down there every other night (or close) just for one person at a time, or 2 , 1 or whom cancels, etc. I can get my own workout in, but still....

Brush up on your sales skills, I sold most of them personal training, They have to feel it is more important than anything else. You are looking at this in a negative way, look at it as a challenge. If they drive up in a nice car, they would not get away from me. You have to put things in perspective, just because they said no the first time, doesn't mean no forever. You as a personal trainer are to motivate, the same as you trying to sell them personal training, "GET THEM EXCITED, IT IS ALL ABOUT EMOTIONS"

[smootheavy]

Originally Posted by GymDudeVA

Yeah, that's exactly what I AM doing! Lots of them seem hungry for more, say they will probably hire me, tell the owners "wow, I would love to get trained by that guy!" but need to look at their finances.

Maybe it's just not the kind of place for paying clients. I don't want to give too much away, but it is a chain whose schtick is that they are always open, so I think it gets a lot of independent do-it-yourselfers.

Also, I feel like, even if like 1 in 5 hire me, that is still a lot of free hours and driving back and forth.

OK, FOR NOW, I am gonna limit myself to one night and one weekend afternoon and they will have to schedule all my assessments then. As it is, am going down there every other night (or close) just for one person at a time, or 2 , 1 or whom cancels, etc. I can get my own workout in, but still....

I have had the opportunity to work with a guy who is about 85% selling with year contracts...heres what he told me "if they couldnt afford it, they wouldnt be here"

Looking over finances is a cop-out the idea is to not give them the oppotunity to hit you with that statement...before training them, set them up for the sale. The best way to do this is to chat with them a little bit about their training history, their reasons for training, and what they are looking to get out of it.

You need to get them to show some emotion, then keep reminding them of this (in an attractive/non-threatening way). The emotion will over power their financial cop-out.

For example I have had clients nearly in tears prior to training them because their love for their child is strong and thier doc told them if they dont start exercising they wont be around long. Use this in a classy and motivational way during the session and afterwards when youre looking to sign them up.

Remember this, its a challenge, but they wouldnt be there if they couldnt afford it. Everyone can afford something; one day a week; 1/2 hour sessions... there is something for everyone and every income level...

It takes practice but with time and confidence you will find your angle.

I have a funny story for you.

My friend (the guy above) was working with someone who was being difficult, but he had build a great rapport with this guy in their 1 hour, so my friend felt comfortable being "frank" with the guy.

The client was being difficult and finally hit him with "I have to go home and look over my finances"

My friend says: "What do you mean? What do you have a pie chart or something?"

The guy laughed and signed a year Paid-in-full!

True story, I LMFAO when I heard it!

Keep it light and freindly you'll do fine, oh yeah and learn some psychology it helps.

[smootheavy]

Originally Posted by pesty4077

Brush up on your sales skills, I sold most of them personal training, They have to feel it is more important than anything else. "GET THEM EXCITED, IT IS ALL ABOUT EMOTIONS"

oh, guess Im not quick enough! You stole my post

[GymDudeVA]

Thanks all. I guess I am not cut out for this, according to you all. Guess I'll quit.

I feel like I am doing all of the above...but the area this gym is in is lower-middle-class, a lot of military families. All of the above looks good on paper, but a lot of them are stretching it for the $35/mo. membership fees, and they do this assessment because it is FREE and why not? I'm sorry, but no matter WHAT I do, most are NOT gonna hire me not matter what. Life or death even, they won't. These same people don't go to the doctor when they need to, etc. They do not drive up in "nice cars" at all.

Maybe I SHOULD go heavier with the sales pitch? But when I start that, a lot of them cut me off and say don't bother, they just want their FREE assessment.

I seem to do best with younger guys who want to build muscle...they get real excited about what I am teaching them....but in the real world, they don't have $180 for 3 sessions. Maybe I am giving away TOO much off the bat so they feel too confident about going it alone? **Confused about the sales angle**. I think I am a good trainer and I always thought that would sell itself. I guess I am disappointed that I have to work the sales angle so hard for more than ONE paying client. If personal training depends 99.9999% on heavy-handed sales, I'll give it up. SORRY. I just want to help people with my skills.

Everybody involved says I am very good and doing great, but obviously not.

PS: In answer to an above question, NO, I am not a salesman at all. I always thought I was a bad salesman, but wanted to be a trainer. I didn't realize the two were so interrrelated. I thought the gym etc. would do most of the sales. I am too passive/nice. I am already leave the damn gym exhausted from being chipper and exciting and if I have to ramp it up, forget it. I try to sell by example rather than old-fashioned sales pitch, but I guess that is not working. OH WELL, IT WAS A GOOD TRY AT SOMETHING. I think I am good at motivation, etc. but I guess I missed the hard-sales marketing part of my training. I'm not good at manipulating people and I am just plain depressed thinking that that is what I need to master to be a good personal trainer. AT LEAST I HAVE A GREAT DAY JOB where I can get paid for my skills without having to make a big sale for every $30. **this sucks, all this training (time and $$) down the drain**

[EVERLAST]

Whatthe fuggg??


You are getting this all wrong..
This is not you manipulating these guys? This is you getting paid to help these folks achieve what they already want to do.
Thus they arrive at said gym..
Get past the bullshit and learn how to help people get past the damn contract and onto the gym floor where they came to be in the first place. Nobody goes to the gym and thinkin MAN I cant wait till the sales pitch.

Look at ways to gently ease the awkward actual moments of the transaction. Ease their way to doing what they already want. You are both being active participants in the fulfillment of a deep held desire that they express BY SHOWING UP IN THE FIRST PLACE...
They are begging you for the help you can give them.
Get in there and show them how you can help them avoid the crap and get the goods. THEN DELIVER..
go get em tiger!

Originally Posted by GymDudeVA

Thanks all. I guess I am not cut out for this, according to you all. Guess I'll quit.

I feel like I am doing all of the above...but the area this gym is in is lower-middle-class, a lot of military families. All of the above looks good on paper, but a lot of them are stretching it for the $35/mo. membership fees, and they do this assessment because it is FREE and why not? I'm sorry, but no matter WHAT I do, most are NOT gonna hire me not matter what. Life or death even, they won't. These same people don't go to the doctor when they need to, etc. They do not drive up in "nice cars" at all.

Maybe I SHOULD go heavier with the sales pitch? But when I start that, a lot of them cut me off and say don't bother, they just want their FREE assessment.

I seem to do best with younger guys who want to build muscle...they get real excited about what I am teaching them....but in the real world, they don't have $180 for 3 sessions. Maybe I am giving away TOO much off the bat so they feel too confident about going it alone? **Confused about the sales angle**. I think I am a good trainer and I always thought that would sell itself. I guess I am disappointed that I have to work the sales angle so hard for more than ONE paying client. If personal training depends 99.9999% on heavy-handed sales, I'll give it up. SORRY. I just want to help people with my skills.

Everybody involved says I am very good and doing great, but obviously not.

PS: In answer to an above question, NO, I am not a salesman at all. I always thought I was a bad salesman, but wanted to be a trainer. I didn't realize the two were so interrrelated. I thought the gym etc. would do most of the sales. I am too passive/nice. I am already leave the damn gym exhausted from being chipper and exciting and if I have to ramp it up, forget it. I try to sell by example rather than old-fashioned sales pitch, but I guess that is not working. OH WELL, IT WAS A GOOD TRY AT SOMETHING. I think I am good at motivation, etc. but I guess I missed the hard-sales marketing part of my training. I'm not good at manipulating people and I am just plain depressed thinking that that is what I need to master to be a good personal trainer. AT LEAST I HAVE A GREAT DAY JOB where I can get paid for my skills without having to make a big sale for every $30. **this sucks, all this training (time and $$) down the drain**

[smootheavy]

Originally Posted by GymDudeVA

Thanks all. I guess I am not cut out for this, according to you all. Guess I'll quit.

I feel like I am doing all of the above...but the area this gym is in is lower-middle-class, a lot of military families. All of the above looks good on paper, but a lot of them are stretching it for the $35/mo. membership fees, and they do this assessment because it is FREE and why not? I'm sorry, but no matter WHAT I do, most are NOT gonna hire me not matter what. Life or death even, they won't. These same people don't go to the doctor when they need to, etc. They do not drive up in "nice cars" at all.

Maybe I SHOULD go heavier with the sales pitch? But when I start that, a lot of them cut me off and say don't bother, they just want their FREE assessment.

I seem to do best with younger guys who want to build muscle...they get real excited about what I am teaching them....but in the real world, they don't have $180 for 3 sessions. Maybe I am giving away TOO much off the bat so they feel too confident about going it alone? **Confused about the sales angle**. I think I am a good trainer and I always thought that would sell itself. I guess I am disappointed that I have to work the sales angle so hard for more than ONE paying client. If personal training depends 99.9999% on heavy-handed sales, I'll give it up. SORRY. I just want to help people with my skills.

Everybody involved says I am very good and doing great, but obviously not.

PS: In answer to an above question, NO, I am not a salesman at all. I always thought I was a bad salesman, but wanted to be a trainer. I didn't realize the two were so interrrelated. I thought the gym etc. would do most of the sales. I am too passive/nice. I am already leave the damn gym exhausted from being chipper and exciting and if I have to ramp it up, forget it. I try to sell by example rather than old-fashioned sales pitch, but I guess that is not working. OH WELL, IT WAS A GOOD TRY AT SOMETHING. I think I am good at motivation, etc. but I guess I missed the hard-sales marketing part of my training. I'm not good at manipulating people and I am just plain depressed thinking that that is what I need to master to be a good personal trainer. AT LEAST I HAVE A GREAT DAY JOB where I can get paid for my skills without having to make a big sale for every $30. **this sucks, all this training (time and $$) down the drain**

dont get it twisted, and dont think your not cut out for it...you chose this for a reason...look at it as you helping them

with a skewed outlook its hard to see it positive, your not a blood-sucking salseman, your a fitness expert who sometimes needs to persuade people to make healthy lifestyle choices!

[GymDudeVA]

Originally Posted by EVERLAST

Whatthe fuggg??


You are getting this all wrong..
This is not you manipulating these guys? This is you getting paid to help these folks achieve what they already want to do.
Thus they arrive at said gym..
Get past the bullshit and learn how to help people get past the damn contract and onto the gym floor where they came to be in the first place. Nobody goes to the gym and thinkin MAN I cant wait till the sales pitch.

Look at ways to gently ease the awkward actual moments of the transaction. Ease their way to doing what they already want. You are both being active participants in the fulfillment of a deep held desire that they express BY SHOWING UP IN THE FIRST PLACE...
They are begging you for the help you can give them.
Get in there and show them how you can help them avoid the crap and get the goods. THEN DELIVER..
go get em tiger!

I repeat.. I AM DOING THAT!! What the hell else can I do?? But I am hearing here that it is NOT ENOUGH. Again, that all sounds great but they are NOT HIRING A TRAINER period. I am GREAT at cutting thru the crap and being honest and making them laugh and being their guide. They LOVE ME and are in awe at what I show them. I think all that is there. But I am hearing here that I need to manipulate their emotions more (I want to see my kids grow up, etc.) to make them feel like CRAP for NOT hiring me, like joining the gym and making a comitment is not nearly enough, they will get nowhere without me, etc. I can't do THAT.

The other trainer at this gym is super-experienced, level 3, and he only has two paying clients himself!!!!

[sharksden69]

sent you a PM... but your going bout this all wrong.. but what area you in.. $180 for 3 sessions in lower end gym? no wonder your not selling... or maybe I am in bodunk land, that's steep for training... I don't know any trainers or gyms that have that steep of a price...

[pesty4077]

Originally Posted by GymDudeVA

I repeat.. I AM DOING THAT!! What the hell else can I do?? But I am hearing here that it is NOT ENOUGH. Again, that all sounds great but they are NOT HIRING A TRAINER period. I am GREAT at cutting thru the crap and being honest and making them laugh and being their guide. They LOVE ME and are in awe at what I show them. I think all that is there. But I am hearing here that I need to manipulate their emotions more (I want to see my kids grow up, etc.) to make them feel like CRAP for NOT hiring me, like joining the gym and making a comitment is not nearly enough, they will get nowhere without me, etc. I can't do THAT.

The other trainer at this gym is super-experienced, level 3, and he only has two paying clients himself!!!!

Bottom line, you are not cut out for that job. You are being negative about it from the beginning, Where did we say you have to make them feel like crap, by not hiring you? We said to get them excited about theirselves and motivate them, there is a major difference about those two. What do you think a personal trainer is? It is someone who can MOTIVATE. If you can't make money, seek employment elsewhere and stop complaining about your dilema. Personal training is sales, you probally didn't realize that when you got started. I see the worse trainers making money at my small gym, because of their PERSONALITIES! You are selling a product that you can believe in. I guess you can't do THAT.

[oldfella]

Originally Posted by GymDudeVA

I repeat.. I AM DOING THAT!! What the hell else can I do?? But I am hearing here that it is NOT ENOUGH. Again, that all sounds great but they are NOT HIRING A TRAINER period. I am GREAT at cutting thru the crap and being honest and making them laugh and being their guide. They LOVE ME and are in awe at what I show them. I think all that is there. But I am hearing here that I need to manipulate their emotions more (I want to see my kids grow up, etc.) to make them feel like CRAP for NOT hiring me, like joining the gym and making a comitment is not nearly enough, they will get nowhere without me, etc. I can't do THAT.

The other trainer at this gym is super-experienced, level 3, and he only has two paying clients himself!!!!

Two words

Change gyms!!!

[ojs]

Originally Posted by pesty4077

Well, I ran the most sucessful program for personal trainers at Bally's in the earl 90's. Are you a salesman or not? We always did that, it was the perfect opportunity to get to know that person and how much they need a good personal trainer like you. Most of these are newbies and need direction. SELL THEM PERSONAL TRAINING SESSIONS!!

This is how we do it at my gym. If you are any good this is the best opportunity because it gives you a chance to sell your skills. If you are mediocre then you need to move to a corporate gym where they sell it for you.

Myself, I jump at the opportunity to do a free assessment. That's how I get my clients. It's hard at first. But after you get good at it, it pays off.

[GymDudeVA]

Many members have told me that I really motivated them, taught them, etc. I chat with them on the floor when I see them etc. Everybody says I have a great personality for it, etc. They seem drawn to me and I felt good about that, but....I guess something is missing.

Yeah, $60/hour seems high to me too. And that is just the introductory offer. Then it is supposed to go to $75/hour. The other trainer will get like $90.

**Depressed.**

[DaRooster]

Originally Posted by oldfella

Two words

Change gyms!!!

Three words
Go to college

[Designbuilt]

I was in a similar situation. I'm in the Architectural field, mostly commercial but residential as well.

I'm pretty good, I've worked on a lot of huge projects here in Chicago, I'm pretty well known and have a good reputation.

But what I am very good at is Zoning and Building code consulting (mostly the legal aspect of Building) and making the project work,
and be approved by the City for permit issuance, because after all what good is a design if it won't be approved?

This is where our areas of work are similar, I would meet and consult with my clients.

I found myself giving way too much free advice, when in the end they may hire someone else who may be less expensive.

Since about 2002, I started another service, which is code consulting and now I will meet with
Developers, Engineers, and Architects, discuss what the Building codes require on plans and materials,
Zoning issues, etc, but I charge an agreed upon amount per hour based on the scope of work.

This type of work makes up about 60% of my business now, and it's fun, because most of the time, I'm just in a room with
5-6 individuals answering questions, they take notes, and we call it a day.

Maybe you can do something like that.

This is a separate service from Architecture, building permit expediting and design. That way if they decide to go at it
themselves, or hire someone less expensive, at least my time is accounted for..


So you should do the same thing, talk to the owners tell them that you have to account for your time and that you will give a class in groups, but each
student is to pay X amont of dollars, make it one hour long, they take notes, hell you can supply the notebook and paper. You just answer questions and start them
all with a generic routine. Who wouldn't pay 20 bucks or so? X 5 people, that's $100/hour.